Unique Way To Sell Archives - The Sales Evangelist
  • You are here:
  • Home »
  • Unique Way To Sell

Category Archives for Unique Way To Sell

Donald Kelly, The Sales Evangelist, TSE Hustler's League

TSE 640: TSE Hustler’s League-“Unique Factor”

Donald Kelly, The Sales Evangelist, TSE Hustler's LeagueWhat makes you stand out against everyone else? Today’s snippet taken from our previous episodes at the TSE Hustler’s League is about how you can have that differentiating factor.

  1. Think about what you have to offer.

In the last situation where you lost the deal, were you pushing the product or were you pushing a solution?

We have all heard this term before, the USP (Unique Selling Proposition). It doesn’t necessarily mean it’s the killer. Some people even confuse it as their one-hit-wonder that if you have a unique selling proposition, everyone will then be able to choose your product or service.

You may have a USP but that doesn’t necessarily mean that’s the solution to the customer’s problem. The USP will help you get the date but it doesn’t mean it’s going to help you get married. It may help you get the prospect’s attention. But it doesn’t mean it will help you close the deal at the end.

  1. Be different.

A majority of sales reps and entrepreneurs go on with the USP. But oftentimes, the USP sounds a lot like everybody else. This is not what’s going to generate you any money.

Seller differentiates the product or service from the others. As a sales rep, your job is to create that credibility but also, create a differentiating factor through the product and service by understanding the needs of the client before you start pitching.

Differentiate in the right areas by tailoring your conversations and tailoring your selling and demonstrate what you preach in the sales process.

Two things prospects look:

  • Overall distinction
  • Perception of scarcity (This doesn’t mean being the only one but it can also mean being uncommon.)

Episode Resources:

Maximum Influence by Kurt Mortensen

Join the TSE Hustler’s League.

Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

What do you like about our podcast? Kindly leave us some rating and/or review on iTunes. This would mean so much to me.


Kimanzi Constable, The Sales Evangelist, Sales Prospecting

TSE 094: Three Unconventional Ways To Find More Clients!

Kimanzi Constable, The Sales Evangelist, Sales Prospecting Kimanzi Constable is an author, speaker, business coach, Amazon bestseller, co-host of Starve the Doubts podcast and just an awesome guy!

Today Kimanzi shares with us how you, as an individual seller or an entrepreneur , can find unique ways to get more clients and more business than just picking up the phone and doing cold calls.

You will find tons of golden nuggets from this episode as you get to learn more about finding ways to gain new opportunities either by speaking, consulting, or creating your own event. You will discover different ways for you to go out there and position yourself as an expert and thought leader and eventually see great results!

Here are the highlights of my conversation with Kimanzi:

Kimanzi’s coolest sales experience as a customer

The little things you do for your customers can make a rich experience.

The 3 aspects of paid speaking:

  • Speaking
  • Consulting
  • Throwing your own conference

The power of growing your business through speaking and consulting:

  • Companies paid outside consultants $39.3 billion in 2013.
  • Speaking gives you the opportunity to travel to cool places for free and get paid for it!
  • Getting treated like royalty when you’re speaking in other countries.
  • Selling your book (if you’re an author) at conferences or when negotiating something with consulting.

Gaining opportunities through speaking:

Big events (e.g. New Media Expo, Social Media Marketing World, Podcast Movement) – they don’t normally pay average speakers.

So where is the money at with speaking?

  • Industry associations (healthcare, lawyers, auto, etc.).
  • Different industries have association meetings and they’re willing to pay money.
  • A certain industry normally brings in a variety of topics (ex. social media, leadership, etc.).

Ways to find where you can speak:

Lanyrd.com – website containing an extensive database of conferences all over the world.

Whether or not organizers would say they’d pay:

  • It’s all about you and your topic.
  • Don’t be discouraged if they don’t indicate that they pay their speakers.
  • Make your topic really appealing.
  • Negotiate with the organizers and tell them what’s it going to cost.
  • If they want you and the topic, they’ll pay. If they don’t, move on.

Places Kimanzi has visited as a speaker: Australia, Kenya, London, Paris, Philippines, Japan, etc.

Tips for making your proposal format:

  • Write your bio – who you are.
  • Leverage anything you can.
  • List where you’ve spoken before – links to your presentations, speaking at a website or even at a library).
  • Speaking topics – You have to be specific to that event and make it good!
  • Include your fee – hourly rate or flat rate.
  • Figuring out how much you’re going to charge.
  • How to close your proposal.

How to do consulting:

  • Start local. Identify the companies.
  • Do research.
  • Identify what problem you can solve.
  • Go to the owner and invite them for coffee or lunch to pitch what you want to consult on.

Kimanzi helping a local McDonald’s franchise and growing social media presence by 89%.

Pitching strategies:

  • Show why this is a problem, how he’s losing money, and how you can fix it.
  • Back up everything with data.
  • Show the company why you are the person to do this.
  • Figure out what you’re going to charge.

Other unique approaches to access more opportunities:

  • Know who your market is.
  • Leverage is huge in this game.
  • Give yourself a goal.
  • Send out proposals.

Here’s a challenge for the listeners:

  • Identify three events that you want to speak at.
  • Identify three companies you want to pitch consulting to.
  • Tweet Donald or Kimanzi @kimanzic or email him at kconstable29@gmail.com
  • Send them this list of six places.

Current projects Kimanzi is working on:

Stop Chasing Influencers – 3-week class with Kimanzi and Jared Easley

Class on self-publishing with Jimmy Burgess

Hosting your own conference:

  • Reframing what you think of what a conference is
  • Cost-effective
  • Decide what you’re going to teach on.
  • Major kicker: How to host your conference for free!

Connect with Kimanzi at www.kimanziconstable.com or go to www.livingorexistingbook.com

Kimanzi’s books:

Tales of the Everyday Working Man and Woman

Are You Living or Existing?: 9 Steps to Change Your Life

Stop Chasing Influencers

Kimanzi’s Major Takeaways: